Think you’re too young? The youngest direct seller earning more than $5000 a month is only 18 years old. Or maybe you’re too old. Wrong again – the oldest top earning direct seller is 82. Clearly age is not a factor! But just how do you become a direct sales superstar?
The first and most important direct sales tip to be a superstar direct seller is this: your customers want to buy from a real person they connect with.
You should focus on loyalty, retaining your customers and creating long-term relationships; this relationship marketing is developing strong connections with customers by sharing information that is tailored to their specific needs, wants and interests.
What are the benefits of relationship marketing? Increased word-of-mouth advertising, repeat customers and customers who are more than willing to provide information to the organization (e.g. join your mailing list)! You will build an effective network for your direct sales business.
How do you start? One of the easiest and fastest ways is Facebook. Don’t explode your sales pitch all over your friends’ walls – this is a huge turn off! It makes you look desperate to unload your product. Remember the 9 to 1 rule: for every 1 business post you make, you should have 9 useful posts.
What does useful look like? Entertaining, positive, uplifting, informative, funny, helpful, interesting. Useful is notpornographic, lewd, offensive, or negative! Keep in mind that even on your personal page, you are the face of your company. Airing your dirty laundry or throwing a pity party on Facebook is not cute and will not inspire anyone to buy from you!
Start by “liking” and commenting on pictures and statuses. Join in conversations. Add 2-3 new friends every day (cancel sent friend requests that aren’t accepted within a few days) and interact with them, too! Before you know it, you will have a whole new customer base.
Be the sunshine to everyone around you
When is the last time you wanted to approach someone who looked really mad? Have you ever felt inclined to buy something from someone who was complaining about her kids driving her crazy? If you go to the store and your cashier is in a bad mood (and showing it), would you call that good customer service? How many T.V. commercials include angry, ranting, sad or upset people?
Your customers want to spend money on things that are going to make them feel good. A positive outlook is essential in direct sales! To your customers, you are the home party business you work for. You are the only connection they have to your company. Make sure they associate you with positivity, happiness, warmth, joy and energy!
Imagine two direct sales reps in your head – and they both look like you. They are too far away to talk to yet. One is smiling, laughing and loving life. The other one is down, overwhelmed and jumpy. Which one would you choose to interact with?
Be the person your customers can’t resist approaching! Whenever you notice yourself feeling negatively, take steps to bring the positivity back to your life.
One of the most important things to remember is do not be a salesperson! You shouldn’t feel the need to sell your product. If your product is ahhh-mazing, it will sell itself! Your friends and family don’t want to fear that a get-together will turn into a sales pitch.
Instead, share your awesome product. Share how it makes your life easier/better/nicer. Ask them what they think and answer any questions honestly. Then let it go. Share something about your personal life or ask a question about the other person. Never, ever ask them to buy! (Say that last one again, and keep it in your head forever.) Also remember: if you are sharing online, that counts as your 1 business post.
Explain the Benefits, Not the Features
While you’re sharing your product, you should always explain the benefits: how the feature will help the customer. For instance, if you are a Jewelry in Candles rep, you could tell your customer how the Baby Powder scent covers even the dirtiest diaper pail, or how the Banana Nut Bread fools husbands into thinking they took up baking.
The best way to figure out the benefit vs. the feature is to ask “what’s in it for me?” or “how does this help me?” Think of a problem your ideal customer faces and how your product can solve it.
Take a look at these examples.
Feature: This bag is 12″x8″x8″.
Lame Benefit: This bag is big enough to hold all your stuff.
Better Benefit: This bag can replace your diaper bag – it holds your wallet, planner, diapers, wipes and makeup bag with room to spare!
Feature: Our candles burn for more than 100 hours.
Lame Benefit: Our candles will last you a long time.
Better Benefit: You can burn our candle when you get home from work every night and it will last you at least a month!
Feature: This lotion is all-natural and free of chemicals.
Lame Benefit: This lotion is safer for you and your family.
Better Benefit: This lotion is free of cancer-causing chemicals, allowing you peace of mind every time your family uses it.
See how a little change of the words makes a big difference?
Face to Face is Best
I’m going to tell you something that might scare you. I want you to concentrate on home parties. I know a lot of people sign up for a direct sales company thinking it can all be done online. You can sell 100% online, but you will be missing out on a huge chunk of your customer base and, therefore, a huge chunk of money!
It’s so important to do home parties. Online sales only account for about 11% of sales; face to face transactions still make up around 77% of sales.
You need to get your product into the hands of your customers! Let them see it, hold it, smell it, try it on. You already know how great it is but it’s hard to put a reason behind those feelings. Allow your customers to create their own reasons! It’s so much easier to get them to buy more when they have it in front of them.
Think about it. You don’t really want to buy a candle if you might not like the scent. You don’t want to buy jewelry until you know it will look good with your favorite outfit. You don’t want to buy a purse if your stuff won’t fit inside. Your customers are so much more likely to buy when they are certain they will love it. (And your product is so incredible, of course they will love it!)
The best part
: people are not only more likely to buy your product if they touch it,
they will actually spend more money on it! Get out there and party!
In order to have a successful home party, you need to have a properly motivated hostess. Your hostess coaching needs to be spot on for this to happen!
If she gets a 10lb. hostess coaching package in the mail with a ton of stuff for her to complete, she’s going to feel overwhelmed. She’s going to put it off until the last minute and then neither one of you is happy! Consider condensing all that info into a few key points and important dates.
Send the minimum amount of paperwork – guest list, invitations, one catalog and a few order forms. Two to three days later, send a postcard with the important dates: when to send out invitations, when to return the guest list, when to make a reminder call and of course, her party date.
Don’t bombard her with phone calls, either – make a quick check-in a couple days before the party by phone. She doesn’t need the full itinerary or a run-down of how the party will go. She doesn’t want to make decisions about what games to play. Her only job is to make sure she has a minimum of 10 people at the party – your job is to make sure they all buy enough to get her a lot of free stuff!
Between the time you send her hostess packet and the time you call to confirm the party, anything you need to tell her should fit in a single text message. (If she wants to call you with questions, absolutely answer them. But don’t overwhelm her if she doesn’t want it – it’s supposed to be fun for her, not work!)
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